60 Second Sales Scorecard

During the selling process do you have issues or concerns with...? (on a scale of 1 - 5 with 1 being Not an Issue to 5 being a Serious Problem; please choose one).

1. Prospects too often want to "Think it over"... I'm often stuck with no clear plan to move the sale forward.   1   2   3   4   5 2. Prospects seldom are really committed to follow through with a sales decision... No one really knows what will happen next.   1   2   3   4   5 3. I experience too many client "Objections"... This often will get in the way of closing the sale.   1   2   3   4   5 4. I have trouble with "Goal Setting"... I may have a general idea, but I have no real measurable goals or timetable.   1   2   3   4   5 5. My "Cold Calls" are usually ineffective... I don't know how to make them and I don't like to spend time cold calling.   1   2   3   4   5 6. I find it very difficult to turn "Negative Prospects" into "Positive Prospects"... I can't sell to someone who doesn't like me or my product.   1   2   3   4   5 7. I can't often find a good reason why a prospect should specifically buy my product... It's hard to diagnose a prospect's specific needs and wants.   1   2   3   4   5 8. I don't really use an organized "Sales System" or approach... I usually wing it.   1   2   3   4   5 9. I don't track my sales activity... I don't really monitor my own sales activity or behavior.   1   2   3   4   5 10. I am always running out of time... I have difficulty prioritizing the activities that lead me to the best results.   1   2   3   4   5 11. I don't ask for "Referrals" from my prospects or customers... This is not part of my regular sales routine.   1   2   3   4   5 12. My "Sales Cycle" sometimes takes longer than I'd like... It's often difficult to get prospects to make timely decisions in order to move things forward.   1   2   3   4   5 13. I often have to prepare lengthy quotations, bids or proposals for prospects... Usually I have no clear understanding of what will happen next.   1   2   3   4   5 14. I am uncomfortable discussing money (costs) with prospects or clients... Sometimes money becomes a real obstacle when I bring it up.   1   2   3   4   5 15. I encounter situations where I don't get the prospect's business, but really I don't know why... It's difficult to get to the prospect's real issues.   1   2   3   4   5 16. Many prospects consider my product as a "Commodity"... Too often the decision seems solely based on price rather than other factors.   1   2   3   4   5 17. It is difficult for me or our company to stand out from the rest of the competitors... Most prospects can't see how or why our offer is different and better.   1   2   3   4   5 18. How long have these problems been affecting your sales performance? 19. Have you solved these problems before, only to find that they resurface again down the road?   Yes   No 20. How much (in terms of dollars) would you say these problems are costing you? Or, how much could you earn if these problems were solved? 21. Are you serious about turning these obstacles into opportunities? If so, are you ready to get started working toward a solution? Name * Company * Email Address * Phone Number * How did you hear about us?

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